Prof. Dr. Nikolas Beutin

Curriculum Vitae

Nikolas Beutin is Professor for business economics with a focus on sales and pricing at Quadriga University of Applied Sciences Berlin. In this position, he signs responsible for the contentual organisation of the MBA Leadership & Sales Management degree programme.

After his school years in the USA, Belgium and Germany, he studied and obtained his doctorate at universities such as the University of Bonn, WHU Otto Beisheim School of Management in Koblenz, Colorado State University, University of Mannheim as well as Harvard Business School and INSEAD.

Nikolas Beutin manages the “customer” practice at Pricewaterhouse Cooper’s (PwC) German location. He also consults corporations regarding their corporate and divisional growth strategies as well as on topics such as sales, pricing, marketing, supply chain and innovation management and market research.

Prof. Beutin looks back on more than 20 years of experience in the fields of consulting and management. Before joining PwC in 2013, he was a managing partner at EY/J&M while also being CEO/owner of Homburg & Partner for 10 years.

Since 2002, Nikolas Beutin has taught on the topics of sales, marketing and pricing at the universities of Mannheim, Bamberg and Bayreuth, at the Technical University of Darmstadt as well as in Salzburg. In 2016, he was appointed to his current position at Quadriga University.

He has consulted both corporations from the DJ, EuroStoxx and MDAX as well as numerous family businesses in more than 32 countries on-site. He teaches marketing & sales at leading universities and looks back on over 150 publications as of yet.

Since 2014, Prof. Beutin has been a consultant for the Federal Ministry of Education and Research (BMBF) on the topic of digitalisation.

Research

Nikolas Beutin researches and consults in many different directions, centering around the topic area of sales. This mainly includes

  • International and virtual sales organisations
  • Digitalisation of sales processes
  • Price management across all sales channels
  • Merchant and distributor management
  • Reimbursement systems in sales
  • Conduct of negotiations
  • Innovative sales analytics

 

Teaching

MBA Leadership & Sales Management

Publications

Selected English publications

2014:

  • Beutin, N. (2104), Sales, after sales, pricing and marketing, in: PwC (Hrsg.), Creating Value with Private Equity, No. 1, S. 26-27.

2011:

  • Beutin, N., Mekwinski, S. (2011), How Innovative is the Innovation Management of Consulting Firms Themselves? - An empirical study on the top 25 consulting firms in Germany, in: Proceedings of the 6th MCPC Conference, San Francisco, 17.-19.11.2011.

2009:

  • Beutin, N., Mekwinski, S. (2009), Converging Cross-Industry Innovation Management - Example Green Technology, in: Proceedings of the 5th MCPC Conference, Helsinki, 04.-08.10.2009 (presentation at the conference).

2008:

  • Beutin, N. (2008), End of Part 4 Marketing Implementation Case Study – Bayer Crop Science – Aspirin for Crops?, in Homburg, Ch./Krohmer, H./Kuester, S. (ed.), Marketing Management, McGrawHill, S. 589-594.

2005:

  • Homburg, Ch./Kuester, S./Beutin, N./Menon, A. (2005), Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison, Working paper W84, Institute for Market oriented Management, University of Mannheim.
  • Homburg, Ch./Kuester, S./Beutin, N./Menon, A. (2005), Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison, in: Journal of international Marketing (JIM), Vol. 13, No. 3, p.1-31. (S. Tamer Cavusgil Award for Best Article in Journal of International Marketing in 2005, received on the AMA Winter Educators’ Conference, St. Petersburg, FL, 18.2.2006)
  • Menon, A./Homburg, Ch./Beutin, N. (2005), Understanding Customer Value in B2B-Relationships, in: Journal of Business-to-Business-Marketing (JBBM), Vol. 12, No. 2, S. 1-38. (Outstanding Article of the Year 2005 of the Journal of Business-to-Business Marketing 2005)

1999:

  • Homburg, Ch, Beutin, N./Menon, A. (1999), Relationship Between Customer Perceived Value, Customer Satisfaction, and Customer Loyalty: Moderators and Outcomes, in: Proceedings of the Annual Conference of the Academy of Marketing Science, Coral Gables, Miami, Florida, May 26-29, 1999 (presentation at the conference).
  • Beutin, N./Sadrieh, A. (1999), Entry deterrence as a profitable strategy?, in: Proceedings of the World Marketing Conference, Qawra, Malta, June 23-26, S. 410 (presentation at the conference).
  • Sadrieh, A./Beutin, N. (1999), The Effect of Retaliation and Cooperation on the Profitability of Entry Deterrence Strategies, Tilburg University, Discussion Paper, presented at the Economic Science Association (ESA), 1999 European Regional Meetings, Grenoble, France, October 7-8, 1999 (presentation at the conference).
  • Homburg, Ch./Beutin, N./Menon, A. (1999), Determinants of Customer Benefits in Business-to-Business Markets: A Cross-Cultural Comparison, in: Proceedings of the American Marketing Association (AMA) Winter Educators` Conference, San Antonio, February 5-8, 2000 (presentation at the conference).
  • Menon, A./Homburg, Ch./Beutin, N. (1999), Customer Value: A Conceptual Framework and its Empirical Validation for Long-term Business-to-Business Relationships, Proceedings of the American Marketing Association (AMA) Winter Educators` Conference, San Antonio, February 5-8, 2000 (presentation at the conference).